According to the World Economic Forum’s 2018 ‘The Future of Jobs Report’, negotiation was ranked in the top ten skills needed by 2020. 

When power imbalances occur in negotiations it has the potential to restrict who is able to be involved. So how can those with more influence achieve their desired outcome, while also strengthening the negotiation positions of those who have less influence? 

Can you recall how it felt to be in the company of a good listener?  

When Tom Cruise played the role as a sports agent in the movie Jerry Maguire, he made famous the line “Show me the money”. What he also brought into focus was the use of an agent to negotiate on someone else’s behalf.  

People perceive things the way they want them to be. So how can information be communicated to get others to consider and understand the true meaning of what is occurring? 

Have you ever been confronted with vast amounts of information that is ambiguous and complex? If you have, then it is also likely that you experienced high stress levels and feelings of being overwhelmed. In this issue of Negotiation Insights we consider what negotiators can learn from Captain Richard de Crespigny, who successfully managed an in-flight incident potentially more catastrophic than the US Airways Hudson River Landing. 

How would you feel if you had just signed a contract only to learn later that you could have achieved a better deal?  

At a meeting on March 17 2017 the US President Donald Trump advised German Chancellor Angela Merkel “We don’t want victory, we want fairness”. This was because the US President claimed that millions of Americans are “left behind” by “unfair” trade agreements and that “Negotiators for Germany have done far better than negotiators for the US". 

How would you manage being true to yourself when others ask you to negotiate an outcome you don't agree with?  

Have you ever wondered what it would be like to lose the ability to promote a brand or make a purchase that reflects your identity needs?